Relationship Manager, Liabilities (Institutional Investors / Funds), SME Banking(Licensed)

DBS Bank Ltd; Washington (District of Columbia); On-site; USD 90,000 - 120,000; Full time

Job summary

DBS Bank Ltd is seeking an experienced Corporate Banking professional to lead strategic growth and portfolio management for institutional clients in the region.

You will drive cross-selling, deliver bespoke corporate banking solutions, and collaborate with Global Transaction Services, Markets and Insurance teams while upholding rigorous KYC/AML standards.

Qualifications

• Relevant experience in banking or financial institutions as a relationship manager or product sales manager with at least 3 years in a management role.
• Solid product knowledge including cash management, foreign exchange and bancassurance.
• Strong team player with ability to foster trust and cross-functional collaboration.
• Self-starter with tenacity and selling flair.
• Results-oriented with business acumen to identify opportunities.
• Excellent communication, presentation and consultative solutioning skills.
• Fluent English and Chinese; Putonghua an advantage.
• Registered RI (Type 1 & 4) with HKSI passes or equivalent.

Responsibilities

• Strategic Growth & Portfolio Management: Grow deposits for institutional clients with cross-sell revenue focus.
• Client-Centric Solutions: Deliver corporate banking services to enhance wallet share.
• Tailored Banking Services: Create bespoke one-stop corporate banking solutions.
• Cross-Functional Collaboration: Work with GTS, FX, Markets and Insurance teams on campaigns.
• Private Fund Networking: Leverage networks with PE/VC/hedge funds to grow relationships.
• Risk Management & Compliance: Ensure KYC/AML and strict conduct for all activities.

Skills

Relationship management

Cross-functional collaboration

Sales & cross-sell

English & Chinese

Education

HKSI Type 1/4 licensing

Job description

Business Function

Corporate and Investment Banking provides corporate customers with a full range of commercial banking products and services, including cash management services, current accounts, time deposits, trade finance, working capital finance, term loans and foreign exchange. Through our continued commitment, DBS has cultivated long-standing relationships with its customers in the region that are based on account relationship management, service differentiation, product development and rigorous credit standards.

Responsibilities

I. Core Responsibilities

Strategic Growth & Portfolio Management: Drive the growth of a substantial deposit portfolio for institutional clients aligning with the bank's overall strategy and business plans. This includes a specific focus on attracting and managing funds from institutional investors / asset managers, with a strong emphasis on revenue generation through cross-selling and fee income opportunities.

Client-Centric Solutions & Penetration: Proactively identify and address customer needs through in-depth product and industry knowledge. Deliver high-quality service and a comprehensive suite of corporate banking services and products to enhance product penetration and wallet share, actively seeking opportunities to generate fee incomes through cross-selling.

Tailored Corporate Banking Services: Develop and implement bespoke, one-stop corporate banking solutions for target companies, effectively meeting their diverse banking requirements and maximizing revenue generation through strategic cross-sell initiatives.

Cross-Functional Collaboration & Campaign Management: Foster strong collaboration with internal business partners, including Global Transaction Services (GTS) for Cash & Trade Services, Global Financial Markets (FX, Wealth & Structured Products and Capital Markets) and Insurance Teams. This involves contributing to idea generation, executing campaigns, and managing end-to-end performance, with a clear focus on driving revenue and fee income growth. Furthermore, champion 1-bank collaboration and drive regional connectivity across different DBS markets to leverage group synergies and expand business opportunities.

Private Fund Network & Relationship Management: Leverage existing networks and cultivate new relationships within the private fund space, including Private Equity (PE), Venture Capital (VC), and Hedge Funds, to maximize opportunities for establishing and nurturing relationships with high-net-worth corporate clients, intermediary agents, and institutional investors, ultimately driving deposit growth and fee incomes.

Risk Management & Ethical Conduct: Assume full accountability for all aspects of risk management, including Know Your Customer (KYC) and Anti-Money Laundering (AML) processes. Maintain an expert-level understanding of Customer Due Diligence (CDD) and proactively collaborate with internal teams for rigorous account conduct monitoring. The candidate is expected to demonstrate unwavering business integrity and strong ethics in all professional engagements.

II. Regulatory / Licensing Compliance

Regulated Activities Execution: Perform regulated activities specified under the Securities and Futures Ordinance (SFO), specifically Type 1 (Dealing in Securities) and Type 4 (Advising on Securities).

Regulatory Adherence: Ensure strict compliance with all registered capacities and conditions imposed by regulatory bodies such as the Hong Kong Monetary Authority (HKMA) and the Securities and Futures Commission (SFC). This includes adhering to the applicable requirements of the Code of Conduct for Persons Licensed by or Registered with the SFC.

Requirements

Relevant experience in banking or financial institutions as a relationship manager or product sales manager with at least 3 years in a management role.

Solid product knowledge including cash management, foreign exchange and bancassurance.

Strong team player with ability to foster trust and work well with team members as well as to drive cross-functional collaboration.

Open-minded self-starter with a tenacity to succeed, and a flair for selling.

Results-oriented, resourceful and possess keen business acumen in identifying and developing business opportunities.

Excellent communication, presentation and consultative solutioning skills.

Excellent command of written and spoken English and Chinese, Putonghua will be an advantage.

Registered RI (Regulated Activities Type 1&4) with passes in the HKSI Licensing Examination Papers 1, 7, 8 & 11 or equivalent.

The hiring process for this role is subject to the Mandatory Reference Checking Scheme. Please see further details here